Sales Director, Merch Analytics

R25_0009100

#LI-Remote

*Must be in US at time of application to be considered for this role.

About this job

We are seeking an ambitious and results-oriented Director of Sales to join our Retail Analytics team. In this individual contributor role, you will drive new revenue growth, expand existing client relationships, and position our innovative Retail Analytics solutions as essential tools for the modern retailer. 

You will combine the drive of a hunter with the discipline of a farmer—acquiring new logos, growing established accounts, and closing complex deals with strategic precision. Working in close partnership with Product Area Experts and the Customer Success team, you will ensure that prospects and clients realize maximum value from our offerings. 

You will also serve as the voice of the customer, bringing market feedback and emerging needs back to our product management and operational teams to fuel future innovation. 

Responsibilities:

Pipeline Management 

• Build and manage a robust sales pipeline through disciplined opportunity management, rigorous pipeline hygiene, and consistent rhythm and pace. 

• Deliver accurate and timely sales forecasts, ensuring a strong pipeline-to-quota coverage at all times. 

Client Acquisition  

• Proactively identify and acquire new clients to expand the book of business through targeted prospecting, lead generation, and consultative engagement. 

• Execute land-and-expand strategies, starting with pilot engagements and growing into broader solution deployments. 

Account Management and Expansion 

• Cultivate deep relationships with existing clients, identifying upsell and cross-sell opportunities that align with client business goals. 

• Act as a trusted advisor to client stakeholders, understanding their challenges and positioning our Retail Analytics solutions as strategic assets. 

Consultative Selling and Solution Development 

• Use a consultative sales approach to uncover client needs, define problem statements, and partner Product Area Experts to elevate the business. 

• Scope, position, and close deals that deliver measurable business impact for clients. 

Sales Presentations and Demonstrations 

• Prepare and deliver compelling, customized sales presentations that clearly articulate the business value and differentiation of our solutions. 

• Carry out effective product demonstrations in partnership with Product Area Experts and Sales engineers. 

Negotiation and Deal Closure 

• Lead high-stakes negotiations, structuring complex deals that satisfy client needs while driving profitable growth. 

• Close business with a disciplined, strategic approach to contract and commercial terms. 

Market Research and Competitive Intelligence 

• Conduct continuous research on industry trends, competitor activities, and emerging technologies. 

• Leverage insights to refine sales strategies and position our Retail Analytics solutions competitively. 

Cross-Functional Collaboration 

• Partner closely with Product Area Experts and Customer Success managers throughout the sales cycle to deliver tailored solutions and ensure long-term client success. 

• Provide structured, actionable feedback to Product, Marketing, and Delivery teams to inform roadmaps and go-to-market strategies. 

Training and Mentoring 

• Provide guidance, mentorship, and sales best practices to junior team members, contributing to the development of a high-performing sales culture. 

• Bachelor’s degree in Business, Marketing, Analytics, or a related field; Master’s degree preferred. 

• 10-12 years of consultative selling experience, with a proven record of exceeding sales targets and closing complex, multi-stakeholder deals. 

• Strong domain expertise in Retail Analytics, Data Solutions, SaaS, and/or AI technologies. 

• Exceptional strategic negotiation skills with a demonstrated ability to influence C-level executives and senior stakeholders. 

• Outstanding communication and presentation skills; ability to translate complex technical concepts into clear business value. 

• Highly organized and disciplined in pipeline management, deal qualification, and sales forecasting. 

• Comfortable operating independently while collaborating effectively across a matrixed organization. 

• Willingness to travel for client meetings, conferences, and industry events as needed. 

Success Profile 

The ideal candidate will achieve the following within the first 12–18 months: 

• Consistently achieve or surpass quarterly and annual revenue goals. 

• Maintain 3x pipeline coverage and high win rates on qualified opportunities. 

• Successfully land new strategic accounts, building strong foundations for long-term partnerships. 

• Grow revenue within existing accounts by expanding solution footprint and increasing client dependency on Retail Analytics insights. 

• Demonstrate mastery of complex deal cycles, from prospecting and qualification through to contract negotiation and deal closure. 

• Stay ahead of industry trends, contributing thought leadership that positions the company as a market leader. 

• Work seamlessly with Product Area Experts and Customer Success teams to deliver exceptional client experiences and long-term value. 

• Mentor and elevate junior team members, share knowledge openly, and contribute to a high-performance, winning culture. 

This role has a market-competitive salary with an anticipated base compensation of the following range: $117,250.00 - $130,000.00.  Actual salaries will vary depending on a candidate’s experience, qualifications, skills, and location. This role might also be eligible for a sales-based incentive or performance-based bonus. Other benefits include flexible working environment, comprehensive health insurance, industry-leading parental leave, life insurance, education support and more.  

Our Benefits

• Flexible working environment
• Volunteer time off
• LinkedIn Learning
• Employee-Assistance-Program (EAP)

About NIQ

NIQ is the world’s leading consumer intelligence company, delivering the most complete understanding of consumer buying behavior and revealing new pathways to growth. In 2023, NIQ combined with GfK, bringing together the two industry leaders with unparalleled global reach. With a holistic retail read and the most comprehensive consumer insights—delivered with advanced analytics through state-of-the-art platforms—NIQ delivers the Full View™. NIQ is an Advent International portfolio company with operations in 100+ markets, covering more than 90% of the world’s population.

For more information, visit NIQ.com

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Our commitment to Diversity, Equity, and Inclusion

NIQ is committed to reflecting the diversity of the clients, communities, and markets we measure within our own workforce. We exist to count everyone and are on a mission to systematically embed inclusion and diversity into all aspects of our workforce, measurement, and products. We enthusiastically invite candidates who share that mission to join us. We are proud to be an Equal Opportunity/Affirmative Action-Employer, making decisions without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran status or any other protected class. Our global non-discrimination policy covers these protected classes in every market in which we do business worldwide. Learn more about how we are driving diversity and inclusion in everything we do by visiting the NIQ News Center: https://nielseniq.com/global/en/news-center/diversity-inclusion